District Sales Manager

Sysco•Denver, CO

About The Position

The District Sales Manager (DSM) manages sales performance and development among Sales Consultants (SCs), building a performance culture and coaching talent to achieve profitable planned case and gross profit growth. The role leads customer engagement and district sales initiatives, uses sales support resources and CRM tools to improve customer planning and service, and executes territory plans and company strategies. The DSM also manages customer relationships and performs additional sales and operational duties as needed. The position requires strong consultative selling, coaching, organizational, and project-management capabilities. The DSM works with customers and internal teams on product and service needs, account development, order and delivery issues, receivables, sales reporting, and training. Sysco describes itself as a global foodservice distributor with more than 71,000 colleagues, over 13,000 vehicles, approximately 333 distribution facilities, and more than 700,000 customer locations.

Requirements

High school education required.
Bachelor’s degree in a related field, such as business administration, or equivalent relevant industry experience.
At least 2 years of experience successfully growing profitable sales in the foodservice industry.
Excellent interpersonal skills and ability to work with a variety of stakeholders.
Ability to derive insights through probing questions and collaborative problem-solving.
Strong organizational and project-management skills, including ability to execute multiple initiatives autonomously.
Ability to thrive in a fast-paced work environment.
Ability to use Sysco’s proprietary CRM tool for sales growth planning and forecasting.
Mastery of consultative selling, marketing principles, prospecting, networking, coaching, and negotiation.
Ability to coach, counsel, train, and direct associates; supervise and motivate others.
Ability to write reports and business correspondence.
Applicants must be currently authorized to work in the United States.
Ability to perform essential duties satisfactorily; reasonable accommodations may be made for individuals with disabilities.

Nice To Haves

Five or more years of foodservice sales experience is preferred.

Responsibilities

Manage the performance and development of Sales Consultants within the district.
Conduct an average of 3–5 one-on-one Sales Consultant work-withs per week to provide coaching and direction.
Lead and facilitate Friday district meetings that educate, inspire, and drive sales behavior changes.
Lead customer engagement by enabling Sales Consultants to offer expanded service channels, technology tools, value-added services, and team selling.
Use sales support resources and tools to maximize Sales Consultant consultative time.
Use CRM tools to manage sales planning, prospecting, and daily customer engagement, and promote productive use of Sysco 360.
Deliver Sysco brand results and directly manage district conversion opportunities.
Support and promote national campaigns and promotions.
Coach, train, and provide timely feedback to develop consultative selling skills using the Sysco Way to Sell.
Use CMP and QPP processes to coach district sales colleagues’ performance.
Execute territory planning and management.
Build independent relationships with top customers and high-value prospects.
Champion company initiatives and implement center-led strategy within the district.
Perform additional sales management, operational, and customer relationship management duties.
Develop new business, penetrate existing accounts, and minimize lost business to achieve profitable sales growth and assigned objectives.
Identify and qualify prospects in accordance with company account stratification goals.
Research customer business needs and develop a mix of products and services to meet them.
Evaluate market trends and recommend products based on customer business needs and goals.
Stay informed about market conditions, product innovations, and competitors’ products, prices, and sales, and share relevant information with customers.
Answer customer questions about products, prices, availability, and product use; provide product information and practical training to customer personnel.
Communicate about and collect accounts receivable as necessary in coordination with the credit department and clients, and collect balances due under approved credit terms.
Manage deliveries according to transportation department routing schedules and troubleshoot order-process problems.
Participate in company functions, promotions, customer visits, and customer events; attend and participate in general sales and district meetings.
Review and analyze daily and weekly reports, including special order requests, customer bid files, and sales and gross profit margin data.
Perform administrative duties, including preparing sales budgets and reports, maintaining sales records, processing credits and pickup requests, preparing sales quotes and menu suggestions, and filing reports.
Participate in ongoing training and assist with training new employees as requested.